Showing papers in "European Journal of Marketing in 1974"
TL;DR: In this article, the role of service in influencing buying behavior is examined, based on research carried out into the marketing of industrial raw materials, and the authors define service and set this within a conceptual theoretical framework.
Abstract: Examines the role of service in influencing buying behaviour, basing its results on research carried out into the marketing of industrial raw materials. Defines Service and sets this within a conceptual theoretical framework. Attempts to identify what industrial buyers perceive as service, and measures the performance, of suppliers against key facts of service. Discusses the developing realistic marketing strategies for suppliers.
81 citations
TL;DR: In this article, the authors investigate the marketing of services, defining the term and describing previous work carried out in this area, and show how theories of buyer behaviour can help in formulating marketing strategies by the use of examples.
Abstract: Investigates the marketing of services, defining the term and describing previous work carried out in this area. Shows how theories of buyer behaviour can help in formulating marketing strategies by the use of examples. Suggest‐that by approaching the marketing of services through the available general theories the time and cost of developing effective techniques may be reduced.
67 citations
TL;DR: In this paper, the authors investigate the conditions determining the receptiveness of the individual buyer to marketing communicative and the manner in which he/she searches the market and examine the factors which stimulate search behavior and identify the extent of market search by buyers.
Abstract: Investigates those aspects of the communication process which relate to the conditions determining the receptiveness of the individual buyer to marketing communicative and the manner in which he/she searches the market. Examine the factors which stimulate search behaviour and identifies the extent of market search by buyers. Studies the relationship between the reasons for and the extent of search as well as other characteristics such as those of the buyers and their companies.
22 citations
TL;DR: In this paper, the authors draw together the fragments of financial services marketing literature within the framework of a single source, hopefully creating a springboard for further research and long-term marketing planning.
Abstract: Looks at the dilemma of practitioners and writers in service marketing‐can an intangible service be marketed using the physical product marketer's techniques of research, pricing, etc. Aims to draw together the fragments of financial services marketing literature within the framework of a single source, hopefully creating a springboard for further research and long‐term marketing planning.
12 citations
TL;DR: In this paper, the authors discuss the need to carryout international consumer research, the importance of first hand, experience of consumer behaviour in foreign markets, and the design of consumer research studies.
Abstract: Examines the need to carryout international consumer research, the importance of first hand, experience of consumer behaviour in foreign markets, and the design of consumer research studies. Suggests that the nature of international consumer behaviour and the requirements for international marketing decisions requires two components understanding of behavioural science in relation to consumer behaviour; and knowledge of modern marketing research techniques, their assumptions, limitations and advantages. Proposes that correct usage of these components will advance the quality and utility of consumer research.
9 citations
TL;DR: The face of marketing in the light of today's society has been examined by as discussed by the authors, who suggest that marketing professionals examine closely the social contract governing production and distribution of economic goods and services, in order not to alienate the new mere articulate customer.
Abstract: Looks at the face of marketing in the light of today's society. Suggests that marketing professionals muse examine closely the social contract governing production and distribution of economic goods and services, in order not to alienate the new mere articulate customer.
9 citations
TL;DR: In this paper, the authors identify the relationship between price and the consumer's evaluation of product quality with regard to developing a pricing strategy, and investigate the influence of advertising on perceived product quality.
Abstract: Identifies the relationship between price and the consumer's evaluation of product quality with regard to developing a pricing strategy. Assesses the effects of price changes, and investigates the influence of advertising on perceived product quality.
8 citations
TL;DR: In this paper, the authors investigate the behaviour of large US firms with a view to identifying and difference in growth rates to their counterparts, and examine the relationship between fast growth of the corporate entity as a whole and its international marketing orientation.
Abstract: Explores, within the framework of international research, product, distribution and price. Investigates the behaviour of large US firms with a view to identifying and difference in growth rates to their counterparts. Examines the relationship between fast growth of the corporate entity as a whole and its international marketing orientation.
5 citations
TL;DR: The problems and advantages of the application of sociological and social psychological concepts to marketing science deals with the problem of selecting relevent concepts from the behavioural sciences, and discusses the explicative power of some of these concepts Suggests guidelines for the selection of behavioural science ideas as discussed by the authors.
Abstract: Looks at the problems and advantages of the application of sociological and social psychological concepts to marketing science Deals with the problem of selecting relevent concepts from the behavioural sciences, and discusses the explicative power of some of these concepts Suggests guidelines for the selection of behavioural science ideas, which are both practically and educationally appropriate
4 citations
TL;DR: In this article, the results of an explorating study into consumer reactions to television advertising are presented and analyzed. And they suggest that consumer reactions are disturbing, revealing uncomplementary results which could reduce advertising effectiveness.
Abstract: Presents and analyses the results of an explorating study into consumer reactions to television advertising. Assesses consumer attitudes by the use of three criteria: consumer feelings towards exagerated and annoying advertising; the consumer's subjective assessment of creative advertising; and their assessment of their ideal type of advertisement. Suggests that consumer reactions are disturbing, revealing uncomplementary results which could reduce advertising effectiveness.
4 citations
TL;DR: In this article, the authors present evidence from a study on interregional marketing of selected food products carried out in Ecuador, of four problem areas for organisations concerned with marketing policy in less developed countries.
Abstract: Provides evidence, from a study on interregional marketing of selected food products carried out in Ecuador, of four problem areas for organisations concerned with marketing policy in less developed countries. Presents the four problems as: the differences between the marketing characteristics of different products; the variability of marketing drains, the relationships between scales of production and consumption and the structure of marketing chains, and the relationships between different types of marketing reform
TL;DR: In this paper, the results of an interview survey carried out in an out-of-town store, compared these with the impact of the store as predicted by the Lakschmanan-Harsen real potential model.
Abstract: Presents the results of an interview survey carried out in an out‐of‐town store, compares these with the impact of the store as predicted by the Lakschmanan‐Harsen real potential model. Suggests that the model is an effective way of assessing the impact of out‐of‐town stores.
TL;DR: Introduces the concept of facet meta theory for the development of marketing theories and suggests that this technique is effective in that it leads to systematic formulation of hypotheses and the analysis of data.
Abstract: Introduces the concept of facet meta theory for the development of marketing theories proposes that this technique is effective in that it leads to systematic formulation of hypotheses, the definition an design of multivariate marketing studies and the analysis of data. Applies the facet approach to the marketing problem, where it is a relatively new concept, and suggests that it is a valuable model to use.
TL;DR: The authors compared the views of European and US marketing lenders on a select group of marketing theory attitudinal statements and gave attention to the approach taken to teaching marketing at undergraduate and graduate levels.
Abstract: Compares the views of European and US marketing lenders on a select group of marketing theory attitudinal statements. Gives attention to the approach taken to teaching marketing at undergraduate and graduate levels. Concludes that European and US respondents reacted overall similarly.
TL;DR: This paper looked at the effectiveness of marketing development in the organization and compared the development of marketing in firms UK firms in a single industry to effectiveness in the areas of product development and customer relationships.
Abstract: Looks at the effectiveness of marketing development in the organization. Relates the development of marketing in firms UK firms in a single industry to effectiveness in the areas of product development and customer relationships.
TL;DR: It is common knowledge that the emergence of a secondary market implies that the price in the primary market has not equated supply and demand, and it can generally be assumed that this is the result of an "administered" price, coupled with some more or less arbitrary system of allocation.
Abstract: It is common knowledge that the emergence of a secondary market implies that the price in the primary market has not equated supply and demand, and it can generally be assumed that this is the result of an “administered” price, coupled with some more or less arbitrary system of allocation.
TL;DR: In this article, the authors look at two aspects of the industrial purchasing process: constructing a definitive any variations in their relative importance by purchasing and non-purchasing executives when making buying decisions.
Abstract: Looks at two aspects of the industrial purchasing process: constructing a definitive any variations in their relative importance by purchasing and non‐purchasing executives when making buying decisions. Proposes that marketing manager need to know what factor influence buying behaviour in order to be able to design better a marketing mix for their organization. Suggests that marketing, managers may also benefit from an analysis of vendor attributes.
TL;DR: The authors developed a model of a sales analysis system, aiming to enable marketing mangers to assess information which could be available and of use to them, and the relative importance of past sales information with regard to marketing decision making.
Abstract: Develops a model of a sales analysis system, aiming to enable marketing mangers to assess information which could be available and of use to them Reviews the relative importance of past sales information with regard to marketing decision making Attempts to put sales data and the cost and effectiveness of disaggregation into perspective
TL;DR: In this paper, the highlights of a study designed to describe certain relationships between sales trends and advertising and price patterns for nine Canadian grocery markets from 1958 to 1967 are described. But the results of the study are limited to a small number of markets, and their implications for current thinking about the role of advertising and applicability of the product life cycle in this context are discussed.
Abstract: Reports the highlights of a study designed to describe certain relationships between sales trends and advertising and price patterns for nine Canadian grocery markets from 1958 to 1967. Uses the results of the study to illustrate several characteristics of modern competition and marketing, their implications for current thinking about the examine role of advertising and the applicability of the product life cycle in this context.
TL;DR: In this article, the problem of segmentation in terms of the British car market has been studied and a valid method for testing the existence of distinguishable market segments has been proposed.
Abstract: Looks at the problem of segmentation in terms of the British car market. Identifies the distinctive needs. Media and characteristics of both British car buyers and buyers of imported makes. Gives a valid method for testing the existence of distinguishable market segments. Presents the implications of segmentation for marketing strategy.